MASTERING BUSINESS NEGOTIATION掌握商业洽谈：制造交易与解决矛盾工作入门

Mastering Business Negotiation is a handy resource for any leader or manager who needs practical strategies and ideas when conducting business negotiations. Grounded in solid research, the authors - experts in the field of business negotiation - reduce the huge volume of available information into an accessible handbook for busy executives who need to prepare for everyday negotiations as well as for more demanding and complex negotiation situations.
Mastering Business Negotiation offers down-to-earth advice for learning to play the negotiation game and shows how to:
Understand the game so you can better control what happens
Predict the sequence of negotiation activities and move from disagreement toward agreement
Identify the strategies and tactics of other players in the game.
Apply the rules of the game - the "do's and don'ts" that will ultimately lead to success

Roy J. Lewicki is Dean’s Distinguished Teaching Professor at the Max M. Fisher College of Business, The Ohio State University, where he teaches courses in negotiation, leadership, and management. He has previously served on the faculties at Duke University, Dartmouth College, and Yale University.

Preface
1 The Negotiation Imperative
2 The Flexibility of the Master Negotiator
3 Getting Ready to Negotiate
4 The Art of the Master Competitor
5 Executing a Competitive Negotiation
6 Mastering the Art of Collaboration
7 Mastering the Art of Compromise
8 Mastering Accommodation and Avoidance Strategies
9 Three (or More) Is a Crowd: Mastering Multiparty Negotiations
10 Mastering the Framing Process in Negotiation
11 Mastering the Power and Influence Process
12 Mastering Personal Negotiations
The Authors
Index